Meet Them Where They Are Pt 2

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one minute investment every day for a lifetime of results.

Most of the time. So we have to make sure to bring our energy and be like, I've only got 20 minutes for, you know, 20 minutes.

I just want to look around a little bit. I've got to get back to work and we might be too low. We just want to meet them where they are. So if they're higher than us, we want to come up to them. If we're higher than them, we need to bring it down a little bit just in the beginning. And once we feel like we're kind of in sync, then we can speed up.

Sound good? I noticed a lot of where you're from. Oh, I'm from Winnipeg. Really? That's awesome. I don't know anywhere else in your life that when someone tells you they're from down the road, you say that's awesome. It can be awesome.

Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.

Meet Them Where They Are Pt 1

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one minute investment every day for a lifetime of results.

When the prospect gives you an answer, you adopt the tone and the volume and the pace that they do.

Okay, so here's something that's common that a salesperson will do, right? So they'll come through the door, and you'll say, hi, how are you? I'm Carl, I'm from Ad Hubs. And they'll say, hi, I'm Bob, and I'm from, I don't know where I'm from, but I'm not from here. And then you say, great, that's awesome.

You're from nowhere, great. So where you from? And they'll say, down the road. Down the road, that's amazing, right? And so, as a salesperson, you will come in much, you'll come in hot, right? You're super excited, you have a prospect, can't believe it, you wanna tackle them, drag them over, and make sure that they leave with jewelry.

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Summary:

In this episode of #70secondCEO, Carl Gould explains how acquisition growth—specifically roll-ups—can give you a strategic edge in competitive markets. By owning multiple businesses that submit separate bids for the same project, you significantly increase your chances of winning the contract. In a down market where access to decision-makers is the biggest challenge, not price or product, controlling more of the competition can be your biggest advantage.

Read full transcript:

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one minute investment every day for a lifetime of results.

One, you're doing what’s called a roll-up, I’m buying that business I’m rolling it up in my mind I’m taking their name off the side of the truck or the side of the wall, off the side of the building and it’s now my name. You have just, you have two offices or you buy it you leave the name on it. So every time that you're submitting a proposal for a project they’re submitting one also. What do people do? They like to get three competing bids or in some cases five competing bids, well how would you like to have two dogs in that fight instead of one. Instead of one out of three how would you like to be the two companies out of three or the two companies out of five,mreally stacks the deck in your favor. Organic growth, strategic alliance growth, acquisition growth the reason why we focus on this today is we’re in a down market, access is your hardest challenge it’s not price, it’s not process, it’s not product, it’s not supply chain, it’s access to decision makers.

Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.